Over het boek

Recensies

job
★★★★★

Muhammad Saeed
★★★★★

One of the best books on pharma selling. It is very beneficial in today's competitive environment.

Connie R. McCary
★★★★★

15 september 2013

I have been a medical representative for some time, and I find this book interesting, relevant and reliable. Have actually recommended this to the new ones in our team. Great job.

Beschrijving

This book is all about Opening, Exploring, Satisfying and Closing, which are the four basic skills in professional selling. This book is useful for all Drug representatives and first line sales managers of pharmaceutical companies. You can learn and improve the selling skills which will help you to achieve your sales budget. The Manager can help their Drug representatives to improve their selling skills. I am certain it will ultimately help you achieve your corporate objectives.

Inhoud

Opening

Rapport building

Rapport building in pharmaceutical selling

Rapport building techniques in pharmaceutical selling

Rapport building outside the Doctor chamber

Rapport building inside the Doctor chamber

Purpose of the opening

When to open the call

How to open

Introduce yourself

Uncommon ways of opening

Opening for the coach

Summary of Opening skill

Share the key learning

Exploring

Why Exploring?

What is a need?

What is a need Gap?

Types of needs

When to Explore

How to explore

The Characteristic of good questions

Types Of questions

Exploring Techniques

SPIN

ADAPT Technique

Listening (Six guiding principles)

Exploring rating of Medical Representative for coach

A Summary of Probing skill

Share the key learning

Satisfying

What is ‘satisfying’?

When to Satisfy?

How to Satisfying

Respect the customer’s needs

Provide appropriate feature and benefits

Check for acceptance

SELL technique for effective Satisfying

Supporting Rating of Medical Representative for coach

Summary of Supporting skill

Share the key learning

Closing

When to close

How to close

Avoid closing in the following ways

Rating of Medical Representative for coach

Summary of Supporting skill

Share the key learning

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